1. 4.1
CHAPTER 4:CHAPTER 4:
CHOOSING BRAND ELEMENTS TOCHOOSING BRAND ELEMENTS TO
BUILD BRAND EQUITYBUILD BRAND EQUITY
Kevin Lane KellerKevin Lane Keller
Tuck School of BusinessTuck School of Business
Dartmouth CollegeDartmouth College

2. 4.2
BuildingBuilding
Customer-Based Brand EquityCustomer-Based Brand Equity
 Brand knowledge structures depend on:Brand knowledge structures depend on:
 The initial choices for the brand elementsThe initial choices for the brand elements
 The supporting marketing program and the mannerThe supporting marketing program and the manner
by which the brand is integrated into itby which the brand is integrated into it
 Other associations indirectly transferred to the brandOther associations indirectly transferred to the brand
by linking it to some other entitiesby linking it to some other entities

3. 4.3
Criteria for Choosing Brand ElementsCriteria for Choosing Brand Elements
 MemorabilityMemorability
 MeaningfulnessMeaningfulness
 LikabilityLikability
 TransferabilityTransferability
 AdaptabilityAdaptability
 ProtectabilityProtectability
Marketer’s offensive strategy
and build brand equity
Defensive role for leveraging
and maintaining brand equity

4. 4.4
MemorabilityMemorability
 Brand elements should inherently be memorableBrand elements should inherently be memorable
and attention-getting, and therefore facilitateand attention-getting, and therefore facilitate
recall or recognition.recall or recognition.
 For example, a brand of propane gas cylindersFor example, a brand of propane gas cylinders
named Blue Rhino featuring a powder-bluenamed Blue Rhino featuring a powder-blue
animal mascot with a distinctive yellow flame isanimal mascot with a distinctive yellow flame is
likely to stick in the minds of consumers.likely to stick in the minds of consumers.

5. 4.5
MeaningfulnessMeaningfulness
 Brand elements may take on all kinds of meaning, withBrand elements may take on all kinds of meaning, with
either descriptive or persuasive content.either descriptive or persuasive content.
 Two particularly important criteria
 General information about the nature of the product categoryGeneral information about the nature of the product category
 Specific information about particular attributes and benefitsSpecific information about particular attributes and benefits
of the brandof the brand
 The first dimension is an important determinant ofThe first dimension is an important determinant of
brand awareness and salience; the second, of brandbrand awareness and salience; the second, of brand
image and positioning.image and positioning.

6. 4.6
LikabilityLikability
 Do customers find the brand elementDo customers find the brand element
aesthetically appealing?aesthetically appealing?
 Descriptive and persuasive elements reduce theDescriptive and persuasive elements reduce the
burden on marketing communications to buildburden on marketing communications to build
awareness.awareness.

7. 4.7
TransferabilityTransferability
 How useful is the brand element for line orHow useful is the brand element for line or
category extensions?category extensions?
 To what extent does the brand element add toTo what extent does the brand element add to
brand equity across geographic boundaries andbrand equity across geographic boundaries and
market segments?market segments?

8. 4.8
AdaptabilityAdaptability
 The more adaptable and flexible the brandThe more adaptable and flexible the brand
element, the easier it is to update it to changes inelement, the easier it is to update it to changes in
consumer values and opinions.consumer values and opinions.
 For example, logos and characters can be given aFor example, logos and characters can be given a
new look or a new design to make them appearnew look or a new design to make them appear
more modern and relevant.more modern and relevant.

9. 4.9
ProtectabilityProtectability
 Marketers should:Marketers should:
1.1. Choose brand elements that can be legallyChoose brand elements that can be legally
protected internationally.protected internationally.
2.2. Formally register chosen brand elements with theFormally register chosen brand elements with the
appropriate legal bodies.appropriate legal bodies.
3.3. Vigorously defend trademarks from unauthorizedVigorously defend trademarks from unauthorized
competitive infringement.competitive infringement.

10. 4.10
Tactics for Brand ElementsTactics for Brand Elements
 A variety of brand elements can be chosen that inherentlyA variety of brand elements can be chosen that inherently
enhance brand awareness or facilitate the formation ofenhance brand awareness or facilitate the formation of
strong, favorable, and unique brand associations.strong, favorable, and unique brand associations.
 Brand namesBrand names
 URLsURLs
 Logos and symbolsLogos and symbols
 CharactersCharacters
 SlogansSlogans
 PackagingPackaging

11. 4.11
Brand NamesBrand Names
 Like any brand element, brand names mustLike any brand element, brand names must
be chosen with the six general criteria ofbe chosen with the six general criteria of
memorability, meaningfulness, likability,memorability, meaningfulness, likability,
transferability, adaptability, and protectabilitytransferability, adaptability, and protectability
in mind.in mind.

12. 4.12
BrandBrand Naming GuidelinesNaming Guidelines
 Brand awarenessBrand awareness
 Simplicity and ease of pronunciation and spellingSimplicity and ease of pronunciation and spelling
 Familiarity and meaningfulnessFamiliarity and meaningfulness
 Differentiated, distinctive, and uniquenessDifferentiated, distinctive, and uniqueness
 Brand associationsBrand associations
 The explicit and implicit meanings consumersThe explicit and implicit meanings consumers
extract from it are important. In particular, the brandextract from it are important. In particular, the brand
name can reinforce an important attribute or benefitname can reinforce an important attribute or benefit
association that makes up its product positioning.association that makes up its product positioning.

13. 4.13
BrandBrand Naming ProceduresNaming Procedures
 Define objectivesDefine objectives
 Generate namesGenerate names
 Screen initial candidatesScreen initial candidates
 Study candidate namesStudy candidate names
 Research the final candidatesResearch the final candidates
 Select the final nameSelect the final name

14. 4.14
URLsURLs
 URLs (uniform resource locators) specifyURLs (uniform resource locators) specify
locations of pages on the web and are alsolocations of pages on the web and are also
commonly referred to ascommonly referred to as domain names.domain names.
 A company can either sue the current owner ofA company can either sue the current owner of
the URL for copyright infringement, buy thethe URL for copyright infringement, buy the
name from the current owner, or register allname from the current owner, or register all
conceivable variations of its brand as domainconceivable variations of its brand as domain
names ahead of time.names ahead of time.

15. 4.15
Logos and SymbolsLogos and Symbols
 Play a critical role in building brand equity andPlay a critical role in building brand equity and
especially brand awarenessespecially brand awareness
 Logos range from corporate names orLogos range from corporate names or
trademarks (word marks with text only) writtentrademarks (word marks with text only) written
in a distinctive form, to entirely abstract designsin a distinctive form, to entirely abstract designs
that may be completely unrelated to the wordthat may be completely unrelated to the word
mark, corporate name, or corporate activitiesmark, corporate name, or corporate activities

16. 4.16
CharactersCharacters
 A special type of brand symbol—one that takes onA special type of brand symbol—one that takes on
human or real-life characteristicshuman or real-life characteristics
 Some are animated like Pillsbury’s Poppin’ FreshSome are animated like Pillsbury’s Poppin’ Fresh
Doughboy, Peter Pan peanut butter’s character, andDoughboy, Peter Pan peanut butter’s character, and
numerous cereal characters such as Tony the Tiger,numerous cereal characters such as Tony the Tiger,
Cap’n Crunch, and Snap, Crackle & Pop.Cap’n Crunch, and Snap, Crackle & Pop.
 Others are live-action figures like Juan ValdezOthers are live-action figures like Juan Valdez
(Colombian coffee), the Maytag repairman, and Ronald(Colombian coffee), the Maytag repairman, and Ronald
McDonald. Notable newcomers include the AOLMcDonald. Notable newcomers include the AOL
running man, the Budweiser frogs, and the AFLACrunning man, the Budweiser frogs, and the AFLAC
duck.duck.

17. 4.17
SlogansSlogans
 Slogans are short phrases that communicateSlogans are short phrases that communicate
descriptive or persuasive information about thedescriptive or persuasive information about the
brand.brand.
 Slogans are powerful branding devices because,Slogans are powerful branding devices because,
like brand names, they are an extremely efficient,like brand names, they are an extremely efficient,
shorthand means to build brand equityshorthand means to build brand equity

18. 4.18
Classic Slogans
 ““Melts in your mouth, not in your hands”Melts in your mouth, not in your hands”
(M&M’s)(M&M’s)
 ““Sometimes you feel like a nut, sometimes youSometimes you feel like a nut, sometimes you
don’t” (Almond Joy/Mounds)don’t” (Almond Joy/Mounds)
 ““Where’s the beef?” (Wendy’s)Where’s the beef?” (Wendy’s)
 ““A mind is a terrible thing to waste” (UnitedA mind is a terrible thing to waste” (United
Negro College Fund)Negro College Fund)
 ““Can you hear me now?” (Verizon)Can you hear me now?” (Verizon)
Source: Monty Phan, “Celebrating Their Sweet Success,” Newsday, 21 September 2004, A43.

19. 4.19
JinglesJingles
 Jingles are musical messages written aroundJingles are musical messages written around
the brand. Typically composed by professionalthe brand. Typically composed by professional
songwriters, they often have enough catchysongwriters, they often have enough catchy
hooks and choruses to become almosthooks and choruses to become almost
permanently registered in the minds of listenerspermanently registered in the minds of listeners
—sometimes whether they want them to or not!—sometimes whether they want them to or not!
 Jingles are perhaps most valuable in enhancingJingles are perhaps most valuable in enhancing
brand awareness.brand awareness.

20. 4.20
PackagingPackaging
 From the perspective of both the firm andFrom the perspective of both the firm and
consumers, packaging must achieve a number ofconsumers, packaging must achieve a number of
objectives:objectives:
 Identify the brandIdentify the brand
 Convey descriptive and persuasive informationConvey descriptive and persuasive information
 Facilitate product transportation and protectionFacilitate product transportation and protection
 Assist at-home storageAssist at-home storage
 Aid product consumptionAid product consumption
Susan B. Bassin, “Value-Added Packaging Cuts through Store Clutter,”Susan B. Bassin, “Value-Added Packaging Cuts through Store Clutter,”
Marketing News,Marketing News, 26 September 1988, 21.26 September 1988, 21.

21. 4.21
Packaging Can Influence TastePackaging Can Influence Taste
 Our sense of taste and touch is very suggestible,Our sense of taste and touch is very suggestible,
and what we see on a package can lead us toand what we see on a package can lead us to
taste what we think we are going to taste.taste what we think we are going to taste.

22. 4.22
Packaging Can Influence ValuePackaging Can Influence Value
 Long after we have bought a product, aLong after we have bought a product, a
package can still lead us to believe we boughtpackage can still lead us to believe we bought
it because it was a good value.it because it was a good value.

23. 4.23
Packaging Can InfluencePackaging Can Influence
ConsumptionConsumption
 Studies of 48 different types of foods andStudies of 48 different types of foods and
personal care products have shown that peoplepersonal care products have shown that people
pour and consume between 18% and 32% morepour and consume between 18% and 32% more
of a product as the size of the container doubles.of a product as the size of the container doubles.
Valerie Folkes, Ingrid Martin and Kamal Gupta,Valerie Folkes, Ingrid Martin and Kamal Gupta,
““When to Say When: Effects of Supply on Usage,”When to Say When: Effects of Supply on Usage,”
Journal of Consumer ResearchJournal of Consumer Research, 20 December 1993, 467-477., 20 December 1993, 467-477.

24. 4.24
Packaging Can Influence How aPackaging Can Influence How a
Person Uses a ProductPerson Uses a Product
 One strategy to increase use of mature productsOne strategy to increase use of mature products
has been to encourage people to use the brandhas been to encourage people to use the brand
in new situations, like soup for breakfast, or newin new situations, like soup for breakfast, or new
uses, like baking soda as a refrigeratoruses, like baking soda as a refrigerator
deodorizer.deodorizer.
 An analysis of 26 products and 402 consumersAn analysis of 26 products and 402 consumers
showed that twice as many people learned aboutshowed that twice as many people learned about
the new use from the package than fromthe new use from the package than from
television ads.television ads.

25. 4.25
Putting It All TogetherPutting It All Together
 The entire set of brand elements makes up theThe entire set of brand elements makes up the
brand identity,brand identity, the contribution of all brandthe contribution of all brand
elements to awareness and image.elements to awareness and image.
 The cohesiveness of the brand identity dependsThe cohesiveness of the brand identity depends
on the extent to which the brand elements areon the extent to which the brand elements are
consistent.consistent.